---
title: Build Your Elite Sales Organization With Entrepreneur Don Wenner
description: Don Wenner took what he learned in 'Traction' and EOS to build 12 of his own elite organizations. Hear how he did it on The Sales Podcast.
image: https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-7647920.jpg
---

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[Get The Daily](https://thesaleswhisperer.com/daily)

 Jul 01, 2021

# Build Your Elite Sales Organization With Entrepreneur Don Wenner

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)

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## Solve problems and reverse risks to grow your sales.

---

***[\[ LISTEN ON APPLE PODCASTS OR SPOTIFY \]](https://thesaleswhisperer.com/podcast-guests)***

 

## **[Sales-Making Tips](https://thesaleswhisperer.com/blog/entrepreneurs-move-on-purpose)** you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...

- Successful salesman in real estate
- Grew up lower-middle-class
- Was selling donuts to classmates
- Studied to be a financial advisor
- Waited tables
- Was recruited into the ADT sales business
- Made $5,280 for his first two weeks
- Made a sale for every 51 doors he knocked on

 

[![Score My Pipeline](https://no-cache.hubspot.com/cta/default/443614/interactive-178194433547.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLLVJcdg2abM6hvjwGNZpAJNBFgi2UZCxkJ2XR4LJLiZ7tWj2GbQriL14Sw0vawgjUKfcMFTtJuvKMt2g74WUVR5jgS2VRSSyu13JGMLAhZHjlddKBA3G7yeGGT%2FOKwzuvxhOvFXeiQAQybQc5ie7G7ohAw%2FZvQA%2BjaFLeFAL1n7hjFwIdGBDcZ%2Fz2wOnmpp9Ss9nUDXt9IJ&webInteractiveContentId=178194433547&portalId=443614)

 

> If I get in front of people, good things will happen.”

- Learned about USPs—Unique Selling Propositions—from Dan Kennedy
- Got his license at the peak of the real estate market in 2006
- Risk reversal
- Became a home flipper
- He met with motivated home sellers
- Offered solutions
- He was a problem-solver
- Flipped as the market went down
- Acquired when the market bottomed to build his portfolio
- He focused on the lower end of the market
- You have to know your market
- He focused on selling and built a team to support him in the other things
- He hired his first assistant right away and quickly had three full-time assistants within three months of getting into real estate
- Soon he couldn't handle all the leads
- He [hired salespeople](https://thesaleswhisperer.com/blog/john-pyke-personality-test-sales-recruiting) while he did the inside lead generation
- Was always reading and learning about sales and leadership
- About 10 years ago he was about a 25-person company
- Read "[Traction: Get a Grip On Your Business](https://amzn.to/3cK1HOm) "

[![Traction book on The Sales Podcast 298](https://thesaleswhisperer.com/hs-fs/hubfs/Traction--The-Sales-Podcast-%23298.png?width=1348&name=Traction--The-Sales-Podcast-%23298.png)](https://thesaleswhisperer.com/blog/gino-wickman-traction-book-review)

- Applied EOS and grew beyond that
- Built the tools he needed to grow
- Has refined it into the Elite Execution System
- Didn't make a real estate sale for five months
- Sold ADT on the side
- If I get in front of people, good things will happen.
- Stop making excuses
- Had confidence he could bring value
- Developed a team
- He had a strong value proposition
- He looked the part and had the literature to back up his persona
- Be a good listener
- Four quadrants of business success 
    - Strategy
    - People
    - Acceleration...
- Inc 5000 nine years in a row
- Discipline must run through your organization

![yes\_Daily\_Discipline\_wes-schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/yes_Daily_Discipline_wes-schaeffer.jpg?width=522&height=522&name=yes_Daily_Discipline_wes-schaeffer.jpg) 

- He's created 12 business lines
- Nothing is theoretical

## Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)

- Order "[Building an Elite Organization: The Blueprint to Scaling a High-Growth, High-Profit Business](https://amzn.to/3gqPtML)"
- Visit DLP Elite
- Build an Elite Organization

[![Twelve weeks. Live deals. We start in 48 hours. Book The Fit Call](https://no-cache.hubspot.com/cta/default/443614/interactive-184500196010.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLI2dzk%2B1kqIZGWWKWcpPs5L16GRvl5h5XeXdXpbRMsaADXlJNNopofZpjFNNL%2Bt%2B1vgRrMSD6zjTSRqLb%2BymYppGJ%2FBgfLxzFyRITyygiw1OgQqS7NtUyX9DNcDHOkrCJ7NhlWQKMWXRTULR7UQAcrd4OGlLxuUq8Pj3UN2BJ5dFVyVAm1TuhNchgva1belA0Gyc77SZ5Yx%2BcsqgxmhYxqN&webInteractiveContentId=184500196010&portalId=443614)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## Related posts

[![](https://thesaleswhisperer.com/hs-fs/hubfs/_Podcast_Images/Yakov%20Savitskiy%20The%20Sales%20Podcast%20253.png?height=200&name=Yakov%20Savitskiy%20The%20Sales%20Podcast%20253.png)](https://thesaleswhisperer.com/blog/yakov-savitskiy-the-sales-podcast)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [Yakov Savitskiy Shares Why 'Everyone's In Sales'](https://thesaleswhisperer.com/blog/yakov-savitskiy-the-sales-podcast)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 May 17, 2017

Write it down and set your mind to it Sales Tips you'll learn in The Sales Podcast... Sales...

[Read more](https://thesaleswhisperer.com/blog/yakov-savitskiy-the-sales-podcast)

[![From Broadway Bass To a Solid Base, Meet Marc Ensign | The Sales Podcast with Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/_Podcast_Images/Marc%20Ensign%20went%20from%20Broadway%20to%20his%20way%20in%20sales%20and%20marketing.png?height=200&name=Marc%20Ensign%20went%20from%20Broadway%20to%20his%20way%20in%20sales%20and%20marketing.png)](https://thesaleswhisperer.com/blog/marc-ensign)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [From Broadway Bass To a Solid Base, Meet Marc Ensign](https://thesaleswhisperer.com/blog/marc-ensign)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Apr 03, 2017

Consider It Done Business Growth Tips you'll learn in The Sales Podcast... How to get the...

[Read more](https://thesaleswhisperer.com/blog/marc-ensign)

[![Design Pickle's Russ Perry Is The Sober Entrepreneur — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-5855875.jpg?height=200&name=pexels-5855875.jpg)](https://thesaleswhisperer.com/blog/russ-perry)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [Design Pickle's Russ Perry Is The Sober Entrepreneur](https://thesaleswhisperer.com/blog/russ-perry)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Nov 29, 2017

Read your prospects to sell how they want to buy

[Read more](https://thesaleswhisperer.com/blog/russ-perry)

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